Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result.
1. How often do you enter conversations to hear what you want to hear – and disregard the rest?
2. How often do you listen to get your own agenda across, regardless of the needs of the speaker?

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has […]